Rank #1: #531: Make Selling EASY (SECRETS To Uncovering BUYER NEEDS) With Victor Antonio
[zilla_alert style=”yellow”]Click a link to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Victor Antonio is the host of the Sales influence podcast (SIP) and is a sales training expert. On this episode of the show Victor shares the process to uncover buyer needs and so make working in B2B sales crazy simple. Video Podcast: Audio Podcast: […]
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May 30 2018
Rank #2: #408: How To Be More Confident When Selling (One Simple Trick…) With Bill Caskey
Bill Caskey is a world leading sales expert and host of The Advanced Selling Podcast (a show that I've personally listened to for years).
On this episode Bill explains exactly what confidence in sales is and the quickest way to get more of it.
What you will learn in this episode:
Bill shares how you can become more confident by focusing on the customers rather than on your commission bonus and -
Why the loud, angry, pushy salesperson isn't the most confident salesperson
Which is more important the inner game or things like body language and projecting your voice to make you look confident?
How to put sales into context (it's not life or death... relax a little)
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Mar 29 2017
Rank #3: #588: The MINDSET Needed To SMASH Any Goal (Used By The Worlds Most Elite…) With Jeffrey Gitomer
Jeffrey Gitomer is the best selling author of “The Little Red Book Of Selling” (which was my first ever sales book!) and is a complete legend in the sales training industry. Jeffrey joins me on today’s episode of The Salesman Podcast to share the secrets, techniques and processes that the ultra elite use to set […]
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Jan 18 2019
Rank #4: #494: Using CONTENT TO SELL (Become A Valuable Resource To Your Customers) With Koka Sexton
Koka Sexton is the founder of the social selling movement which is still sweeping across the sales industry. Currently he resides as the Global Industry Principal of Social Strategies at Hootsuite.
On this episode of The Salesman Podcast Koka is explaining how we can leverage content as a sales tool and the steps to becoming a genuine partner and valuable resource to your customers.
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Nov 29 2017
Rank #5: #573: Secrets Of High Performing Sales Reps With Paul Cherry
Paul Cherry is a coach, speaker, consultant, and best-selling sales author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions. On this episode of the show, Paul explains both the subtle and not so subtle differences between the worlds highest performing sales professionals and everyone else in the industry. Video Podcast: […]
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Nov 16 2018
Rank #6: How to Change Someone’s Mind – 7 Persuasion Skills
Trying to change someone’s mind is something that we have all tried to do, but most people fail at influencing others.
Learning ability to change other peoples minds is integral having success in life. Because you will never have success in life you are always following other people’s plans, you need to learn to influence them so that you can follow your own.
How to change someone’s mind
in this video I’m going to give you seven, powerful and actionable
rules to follow when you’re trying to influence someone and change
one – go for no
you are butting heads with someone else and trying to influence their
opinions, they know that you’re trying to get them to say “yes”.
The long this goes on, there is an increasing pressure as this person
avoids saying yes, and the level of involvement from their increases
until a point where they may never admit defeat at all.
As you can see on this diagram, as more and more ego and emotion gets put into the conversation, the pressure for the individual to say no and disagree with you goes up and up. All until it reaches a point of no return where they just think “f-it” and they’ll never openly admit to changing their mind, just to spite you.
you ever lied about being wrong, just so you wouldn’t look bad?
That’s you reaching the “f-you” point.
instead, you’re going to relieve all this pressure by influencing
them to say “no” instead of pushing them towards yes which is
what they’re expecting you to do.
someone says “no” it can be an incredible relief for them, it can
feel like you’ve taken a weight right off their shoulders, and it
also gives them the perception of control, which in turn allows them
to drop the emotion from the discussion and come back to a more
can actually means many things. For example it could mean –
make me feel uncomfortable
do not understands
don’t think I can afford it
need more information
disagree right now but I could change my mind
take a moment from trying to debate the individual and ask the
“What about this does not work for you?”.
immediately pulls the conversation towards what’s stopping them
from believing you which is half the battle won.
two – don’t argue
where people go wrong when trying to change someone elses mind is
that they allow the conversation to escalate into an argument before
they get to a point at which they can influence the other person.
people assume wrongly that if they can prove their points logically,
common sense will take over and the other person will admit that they
were wrong. The issue is, emotions play a much larger impact on our
decisions of what we believe than what people’s logical brains do.
because you are technically correct and perhaps you have more data
supporting your outcome and maybe you even have the backing of other
people too, if you turn the conversation into an augment, the other
person’s ego and emotions will dominate and they will be blinded to
your logic or rationale.
three – Win, humbly
every time you change someone’s mind, you mad, Conor McGregor level
talk trash and let them know that they were wrong and you are right,
they will build a bigger barrier next time around you both disagree,
so their ego doesn’t get hurt again in the crossfire.
The better solution is to act humble. Enter the discussion saying “hey, I might be wrong but…” And you will drop the guard of the person that you are trying to influence.
if you know you are 100% correct, nobody likes being wrong and having
it rubbed in their face. If the conversation is started with…
“I might be wrong”, the people you’re attempting to influence will be far more open to admitting being wrong as well.
four – hear people out
how do we break through the emotional brick wall that people can put
up when they “believe”, in “their gut” that they’re
correct? What do we need to do so that we can have a logical
conversation and prove our point?
do this with or use the technique of labelling. Let’s stop for a
second and see this from the other side of the table for a second,
from the perspective of the person that we are trying to influence.
Because there is nothing more frustrating than when a person is
trying to put their point across and they are getting passionate,
talking in emotional language and probably waving their hands around
their head and… other person is ignoring what they’re saying.
before you can give a logical response, you need to acknowledge the
person’s emotional state, to let them know that you really are
listening to them and paying attention.
do this, we are going to calmly and respectfully repeat the emotions
that the individual is sharing with us, back to them and then start
to bring logic back into the conversation. For example, we could say
“We both agree that you feel X, but logically would it make sense to think about doing Y?”
you hear, label and then make the individuals emotions public, they
tend to see that they are being emotional and now will be far likely
to listen to the logical argument you’re making to change their
five – let them do the talking
you ever listened to someone and instantly knew they were lying?
this gut feeling comes from the fact that if you’re not sure about
the subject matter you are taking about, it becomes compoundingly
more difficult to confidently talk about it, the longer you keep
people can BS about a random subject for 20 seconds, but it becomes
nearly impossible to do this for two or three minutes straight
without fumbling or losing track of where you were and making
is why, when you are trying to change someone’s mind, you should
encourage them to speak, rather than you doing all the talking
more that they talk, the more likely they are to make a mistake, see
their own slip up, and then, in turn have their own convictions on
the subject become slightly less secure.
if you start blabbering on, you have way more chance of saying
something stupid and importantly, talking more, also makes you look
invested in the outcome of the conversation.
you imagine an adult talking to a child, and the adult knows that
monsters are not real, yet the child is trying to influence the adult
that they are… Imagine how nonchalant the adult is with their
statements. They don’t much talking, they are clear and precise the
little they do say.
sheer confidence translates into influence.
ask the individual, with short, confident sentences, why they believe
what they believe and why they disagree with you.
six – let them be right
is nothing more powerful when wanting to change someone’s mind,
than letting the person feel like they were correct all along.
rather than jumping into a conversation and aggressively saying…
“You need to believe X because of Y data”
get people on board with you far quicker by saying…
“Here is X data, what do YOU think this tells us?”
the individual to see whatever evidence that shapes your point of
view, and then allow them to come to the correct conclusion on their
own terms, without you trying to spell it out for them.
somebody thinks the outcome it their own idea, clearly they’re
going to be far more likely to embrace it.
seven – ask what it would take
is the final rule because it is not a good place to start to try
change someone’s mind, but it is the best solution if you tried
everything else and nothing has stuck.
”What would it take for you to change your mind?”
me give you an example of how I’ve used this in the real world. I
have a friend who is religious, I am not religious in any way. My
friend and I have gone back and forth over religion, science, all
kinds of things after a few pints in the pub, on a bunch of occasions
and we have never come to a conclusion other than he thinks he’s
right, I know I am right.
day, after a few too many pints, I wanted to find out if these
conversations ever had the opportunity to, at least open his mind a
little bit on the subject of science versus religion, so I asked him
the question “what would it take to change your mind that there is
no God?” his response was “nothing would change my mind this”
and so in an instant, I knew that to debate this further would be
pointless, other than it just makes for good conversation.
before you give up on attempting to change someone’s mind, ask this
question and immediately you will know if you’re fighting a lost
there we have it! Just to quickly recap here are seven rules of
changing someone else’s mind –
- Rule one – Go for no – Disarm people by asking “what about this does not work for you?”.
- Rule two – Don’t argue – Don’t argue and get peoples backs up. Why make the job harder for yourself by having to break through both their emotions and logical arguments.
- Rule three – Win humbly – Every word of trash talk now, makes it harder to change this persons mind the future.
- Rule four – Hear people out – Allow people to see their own emotions and then take them off the table by asking “We both agree that you feel X, but logically would it make sense to think about doing Y?”.
- Rule five – Let them do the talking – Don’t trip yourself up by talking to much, allow them to do it to themselves instead.
- Rule six – Let them be right – Give the evidence and then ask for their opinion. Allow them to think the idea was their own.
- Rule seven – Ask what it would take – The hail Mary if nothing else has worked. Ask ”What would it take to change your mind?”.
There you have it, how to convince anyone of anything in 7 simple steps.
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Nov 29 2019
Rank #7: #550: Your ONLY Sales Action Plan (Close Deals FASTER!) With John Asher
[zilla_alert style=”yellow”]Click to subscribe on your mobile device: iTunes | Google Podcasts [/zilla_alert] John Asher is the CEO of Asher Strategies and a crazy interesting dude. He co-founded an engineering firm in 1986 and during his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual […]
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Aug 14 2018
Rank #8: #401: The Science VS Art Of Sales (Which Is More Important?) With Mark Ripley
[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Mark Ripley is the VP of sales at Insightly. He’s a true sales practitioner and joins me on today’s episode to share the differences between the science and the art of selling in the internet age. What you will learn in this episode: […]
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Feb 20 2017
Rank #9: #SalesLegends – How To Deal With Initial Objections When Cold Calling
[zilla_alert style=”yellow”]Click a link to subscribe for new episodes: iTunes | Google Podcasts | Overcast[/zilla_alert] In this episode of #SalesLegends 5 of the worlds top sales experts share their thoughts on the question “Do you have any tactics for dealing with initial objections when cold approaching a prospect?” Video Podcast: Audio Podcast: The Sales Legends: […]
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Jul 20 2018
Rank #10: Mashup: HOW TO PITCH ANYTHING! 5 Experts Share Their Best Advice
[zilla_alert style=”yellow”]Click a link to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] On this shorter episode, 5 of the worlds leading sales pitch and presentation experts share their top tips to help you up your pitching game and win more business. Video Version: Audio Version: Full Episodes: How To Pitch Anything (He’s Raised […]
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Apr 19 2018
Rank #11: #477: Ultimate Guide To CLOSING A SALE (Just 2x Questions!) With Ben Brown
Ben Brown is the author of "Master The Art of Closing The Sale" and also a retired Navy Marine. Ben shares how we can close any sale with just two simple, non threatening questions on this episode of The Salesman Podcast.
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Oct 19 2017
Rank #12: #400: How To Increase Your Level Of SALES GRIT With Ray Makela
Ray Makela is the CCO at the Sales Readiness Group and is a selling expert. He joins me on today's show to share why GRIT is so important to success in sales.
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Feb 14 2017
Rank #13: #431: How To Close THE BIGGEST Deal In YOUR Industry With Gene McNaughton
Gene McNaughton is a sales expert and on this episode of the show he explaining how we can find and then close THE BIGGEST deals within the industry we work in. We’re going whale hunting in this one #SalesNation.
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Jun 05 2017
Rank #14: #522: Make Selling Easier By Being Perceived As A LEADER With Jason Treu
[zilla_alert style=”yellow”]Click a link to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Jason Treu is a world-class executive coach. On this episode of The Salesman Podcast Jason explains what a “leader” is and how we can become one to make closing deals simpler. What you will learn in this episode: In this episode Jason shares – Why […]
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Apr 27 2018
Rank #15: #504: How To Hack Your Way To Unlimited Focus (Become A High Performer) With Curt Steinhorst
[zilla_alert style=”yellow”]Click a link to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Curt Steinhorst is the bestselling author of Can I Have Your Attention? Inspiring Better Work Habits, Focusing Your Team, and Getting Stuff Done in the Constantly Connected Workplace. He is on a mission to rescue us from our distracted selves. On this episode of […]
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Feb 02 2018
Rank #16: Mashup: 5 Sales Prospecting Hacks To Help You To Connect With New Customers
[zilla_alert style=”yellow”]Click a link to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Prospecting is the most important activity that any sales professional or business person can undertake. Here are 5 sales prospecting hacks from 5 of the worlds leading sales and business development experts. Full Episodes: Transcript: [zilla_toggle title=”Click here to open the transcript” […]
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Mar 14 2018
Rank #17: #595: Leveraging The Science Of Emotional Intelligence To Close More Sales
Bill Benjamin is a world leading speaker on the subject of emotional intelligence in business. On this episode of The Salesman Podcast Bill explains how we can use emotional intelligence to improve our own performance and how it can be used to influence others too. Resources: IHHP.com/Bill-Benjamin PressureBook.com
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Feb 18 2019
Rank #18: #449: How To Overcome Objections In Sales With Nigel Green
Nigel Green is a sales expert and on today's episode of the Salesman Podcast he is explaining the step by step process to break past objections.
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Jul 25 2017
Rank #19: #419: The Subtle Art Of Not Giving A F*ck In Business With Mark Manson
Mark Manson is the best selling author of "The Subtle Art of Not Giving a F*ck". Mark joins me on today's episode of the podcast to share why most of you are taking your sales role too seriously and the benefits of lightening up a little :).
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May 12 2017
Rank #20: #553: How Subtly Changing Your Words Can Give You MASSIVE INFLUENCE With Phil M. Jones
[zilla_alert style=”yellow”]Click to subscribe on your mobile device: iTunes | Google Podcasts [/zilla_alert] Phil M Jones is a world leading business speaker and influence expert. On this episode of The Salesman Podcast Phil explains why what you say and how you say it are equally as powerful at influencing others. Video Podcast: Audio Podcast: Resources […]
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Sep 03 2018